ISMM SALES ACADEMY
sales academy TRAINING PROGRAMME - 5-10 DAYS
This is a fully comprehensive In House training programme which covers all aspects of the sales process from foundation to advanced level. The number of days are dependent on delegates skill level, experience and the depth of content required to met your requirements. This is ideal for people new to sales, sales professionals who have had no formal training and seasoned professionals looking to enhance and refresh their skills. Content, delivery style and format are customised to meet your specific training objectives, industry, sectors and type of clients you do business with and target.
Below is an example of agenda topics for this programme, elements of all open courses and additional content can be included in your Sales Training Academy programme. We can provide a free training needs analysis to scope out what topics would be most relevant and beneficial to meet your training needs to ensure you gain the most value.
Course content includes:
- Key skills, attitudes , behaviours to adopt to sell successfully, ethically and professionally
- Sales and Buying processes for different types of sales opportunities
- Process and techniques to sell over the phone and gain appointments (hooks, scripts and getting past the gatekeeper)
- Develop winning scripts to grab attention and client engagement
- Learn all aspects of lead generation through social media, phone, face to face and network
- How to utilise social media to generate leads and create warm leads
- Research methods and how you can use this to create hooks, persuade and build credibility with clients
- How to qualify sales leads to maximise selling time and key information to establish to help present the right solution and pricing
- Effective and consultative questioning skills to identify and create needs to help sell and identify ROI to help propose a strong value proposition and justify pricing
- How to present your solution effectively using FABIE and demonstrate value and ROI
- Process for dealing with objections and how to overcome objections relating to price, competition and your proposal
- Ways to gain and test commitment to know how and when to close the deal
- Planning and conducting effective face to face meetings to meet your objectives and build credability with clients
- Learn how to develop supporters at all levels within an account, access and influence decision makers at all levels
- Identifying business and personal drivers for each type of decision maker role to gain buy
- How to overcome a client's fear of change of supplier, solution or service when they are happy with their current situation
- Negotiation and influencing skills to overcome the challenges of the different professional buyer styles whilst minimising price reductions
- Top tips for negotiation and how to maintain a win:win situation to ensure long lasting client relationships post sale
- Effective communication methods and how to persuade, influence and build rapport
- Managing your time to increase your sales effectiveness (includes territory planning,account and prospect prioritisation)
- Develop and present winning proposals, when and how to close
- Account Management skills, how to prioritise and generate increased revenue from existing clients
- Learn how to provide a 1st class customer service experience and turn problems into sales opportunities
- Ways to gain and test commitment and close the deal
- Customer engagement to gain repeat orders and referrals
Consider including the Emotional Intelligence course programme as part of this programme. EQ focuses on the mind-set aspect to sales success, when combined with professional sales training this is exceptionally effective.
Wide range of open courses start from £195+ vat per person. Contact us for more information or to book a course
